How to Configure Sales Channels in Kaptio

Overview

Sales Channels represent distinct ways products are sold within a Business Unit. Common examples include:

• Direct (B2C): Sales directly to end consumers
• Trade (B2B): Sales through travel agents or partners
• Corporate: Sales to corporate accounts with negotiated rates
• Internal: Staff bookings or FAM trips

Each Sales Channel can have its own pricing rules, payment terms, and booking workflows.

Key Configuration Steps

1. Create the Sales Channel Record

Navigate to Setup → Kaptio → Sales Channels and create a new record:

Field	Description	Example
Name	Display name	”Direct Sales”
Code	Short identifier	”DIRECT”
Business Unit	Parent business unit	Acme Tours NA
Active	Whether channel is operational	✓
Type	Channel classification	B2C

2. Configure Pricing Rules

For each Sales Channel, define:

1. Base pricing source: Which price list to use
2. Markup/margin rules: How to adjust base prices
3. Commission handling: Agent commission calculations
4. Currency support: Which currencies are available

3. Set Up Payment Configuration

Configure payment handling per channel:

1. Payment methods available (credit card, bank transfer, etc.)
2. Payment schedules and deposit rules
3. Payment gateway assignments

4. Define Booking Workflows

Customize the booking experience:

1. Required fields and validations
2. Approval workflows if needed
3. Document templates for confirmations

Common Issues

Sales Channel Not Available for Selection

Cause: Channel is inactive or user lacks access.

Solution:

1. Verify Active checkbox is checked
2. Check user’s permission set includes the channel
3. Verify the Business Unit is also active

Pricing Not Calculating Correctly

Cause: Price list or markup rules misconfigured.

Solution:

1. Verify the correct price list is assigned
2. Check markup rule effective dates
3. Review currency conversion settings

Commission Not Appearing

Cause: Commission rules not configured for the channel type.

Solution:

1. Verify commission rules exist for the Sales Channel
2. Check that the booking meets commission criteria
3. Review agent account commission settings

Best Practices

1. Limit channels: Only create channels with genuinely different pricing or workflows
2. Clear naming: Use names that clearly indicate the channel purpose
3. Test pricing: Validate pricing calculations for each channel before launch
4. Document rules: Keep a record of pricing and commission rules per channel

Related Schema Objects

• KaptioTravel__SalesChannel__c - The main Sales Channel object
• KaptioTravel__BusinessUnit__c - Parent Business Unit
• KaptioTravel__PriceList__c - Associated price lists
• KaptioTravel__CommissionRule__c - Commission configuration

See Also

• Establish Platform Foundation - The outcome this supports
• Business Unit Configuration - Setting up Business Units